Latest / Designing and Building the Midwest One Community at a Time / Designing and Building the Mid-West featuring Jarrod Glandt

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Designing and Building the Mid-West featuring Jarrod Glandt · Designing and Building the Midwest One Community at a Time

• 0:00
  SPEAKER_06: Hey, welcome to designing and building the Midwest, one community at a time.
• 0:03
  SPEAKER_06: I'm Chris Hartzuk with Big Dog Construction, your local window depot.
• 0:07
  SPEAKER_02: And I'm Caitlin.
• 0:08
  SPEAKER_02: This is the show where we bring you real insights, expert input, and a lot of entertainment along the way.
• 0:13
  SPEAKER_02: It's the podcast you didn't know you needed.
• 0:15
  SPEAKER_06: Hey, every week, our main focus is bringing you the best advice on home improvement, remodeling, and how to take care of your biggest investment.
• 0:22
  SPEAKER_06: But we don't stop at the property line.
• 0:24
  SPEAKER_02: Exactly.
• 0:24
  SPEAKER_02: We also dive into our realtor segment to cover the ins and outs of buying and selling locally.
• 0:29
  SPEAKER_02: And our community segment where we talk about giving back charity and what's really happening across the Midwest.
• 0:35
  SPEAKER_06: Plus, we regularly sit down with some fantastic guests from all walks of life to hear their unique stories and perspectives.
• 0:42
  SPEAKER_02: Whether we're talking blueprints or community roots, we've got you covered.
• 0:45
  SPEAKER_02: Let's get into today's episode.
• 0:47
  unknown: Big Dog!
• 0:48
  SPEAKER_01: In the military, there's no such thing as good enough.
• 0:51
  SPEAKER_01: You either do the job the right way or you don't do it at all.
• 0:54
  SPEAKER_01: I'm Blake Middleton of Elite Roofing Professionals and Exteriors.
• 0:58
  SPEAKER_01: I'm a veteran, and I brought the same mission first mindset back to Illinois.
• 1:02
  SPEAKER_01: While others talk about the way it's always been done, my team focuses on the technical precision of how a roof should be built.
• 1:09
  SPEAKER_01: We use the best materials, the best technology, and a level of communication you won't find anywhere else.
• 1:15
  SPEAKER_01: Your home isn't just a job, it's a commitment.
• 1:18
  SPEAKER_01: Elite roofing, high standards, zero compromise, clear communication.
• 1:22
  SPEAKER_01: Give us a call today.
• 1:24
  SPEAKER_05: All right, and we are back.
• 1:25
  SPEAKER_05: Hey, you can tell I'm in the studio, but I got two folks joining me today that are not.
• 1:31
  SPEAKER_05: You know, if you're a fan of Elevate Springfield, you hear a lot about 10X, you hear a lot about Grant Cardone, Cardone Enterprises, the whole nine.
• 1:39
  SPEAKER_05: So, hey, I am super excited about our guest today.
• 1:42
  SPEAKER_05: We've got somebody joining us from 10X headquarters down in Florida, Mr.
• 1:48
  SPEAKER_05: Jared Glant.
• 1:50
  SPEAKER_05: He is the president of Cardone Enterprises, been with Grant for 16 years.
• 1:56
  SPEAKER_05: Jared, thanks for taking the time to talk with us today, man.
• 1:59
  SPEAKER_04: It's great to be here with you guys.
• 2:01
  SPEAKER_05: I'm excited to uh to chat.
• 2:02
  SPEAKER_05: Awesome.
• 2:03
  SPEAKER_05: And we also have friend of the show, my business partner.
• 2:06
  SPEAKER_05: Y'all know him, the big dog himself, Mr.
• 2:08
  SPEAKER_05: Chris Hartsook.
• 2:09
  SPEAKER_05: How are we doing today, Chris?
• 2:10
  SPEAKER_05: Doing great.
• 2:11
  SPEAKER_05: Excited to be here in this joint collaboration room.
• 2:14
  SPEAKER_05: Love it.
• 2:15
  SPEAKER_05: Love it.
• 2:15
  SPEAKER_05: Well, Jared, uh, we always like to start with a little bit about the background.
• 2:19
  SPEAKER_05: Of course, we're going to get into 10X and your time with Cardone and the whole thing, but let's learn a little bit about Jared pre-Cardone Enterprises.
• 2:26
  SPEAKER_05: Give us a little bit of background, man.
• 2:28
  SPEAKER_04: I grew up in San Diego.
• 2:29
  SPEAKER_04: I got a uh a job selling advertising for the auto trader.
• 2:34
  SPEAKER_04: If you guys remember the auto trader, you know they do paper the paper books.
• 2:39
  SPEAKER_04: Oh, yeah.
• 2:39
  SPEAKER_04: I got I got a job selling advertising for the auto trader when I was 20 years old.
• 2:43
  SPEAKER_04: I grew up, my dad ran motorcycle dealerships, and so I had always worked in sales jobs for him.
• 2:48
  SPEAKER_04: But like my first like real job is what I call it, where I wasn't working for dad, was selling advertising.
• 2:54
  SPEAKER_04: Um by that point, I kind of had a little bit of a sales knack.
• 2:57
  SPEAKER_04: I tell people it's personality-based sales success.
• 3:00
  SPEAKER_04: So just because I could talk to people and I had a good attitude, you know, I sold product.
• 3:04
  SPEAKER_04: And um, and I got this job, and and uh in seven months, I became the number two rep in the country.
• 3:11
  SPEAKER_04: And I was the youngest rep in the company.
• 3:13
  SPEAKER_04: And so you know, I was 20 years old living at home with my parents still.
• 3:18
  SPEAKER_04: The only bill I had was uh was a a diesel truck payment, and uh and I was making like 20 grand a month, and and I was turned 21 and I was like, let's go to the clubs.
• 3:29
  SPEAKER_06: That's right.
• 3:30
  SPEAKER_04: So so developed uh some bad habits.
• 3:32
  SPEAKER_04: I'll just leave it at that.
• 3:33
  SPEAKER_04: You know, living that nightlife life and uh ended up leaving that job because they started messing around with my pay.
• 3:40
  SPEAKER_04: Ended up by that point, the you know, I I left that job.
• 3:44
  SPEAKER_04: I left the money.
• 3:45
  SPEAKER_04: The only thing I took along with me was a little bit of a drug problem and um and ended up on unemployment, living at a friend's house for free because I couldn't afford anything.
• 3:54
  SPEAKER_04: And then my dad was like, hey, I'm gonna move to Austin.
• 3:58
  SPEAKER_04: It was during 2008-ish, 2009.
• 4:00
  SPEAKER_04: I'm gonna move to Austin and go run a dealership out there.
• 4:02
  SPEAKER_04: And so I was like, I need to get out of here.
• 4:04
  SPEAKER_04: And so I left and uh was like, I gotta get my life together and was in Austin for two years and then came back to San Diego, was working for a buddy, didn't really love the job.
• 4:13
  SPEAKER_04: I knew it wasn't gonna be my landing place.
• 4:15
  SPEAKER_04: And my dad knew that I was unhappy and he sent me a video, a YouTube video, this guy named Grant Cardone.
• 4:20
  SPEAKER_04: And because I worked in retail and retail sales before, I had heard the name, but never really studied him.
• 4:25
  SPEAKER_04: Tom Hopkins was always like the guy that, you know, I studied.
• 4:29
  SPEAKER_04: Um, and I saw the, you know, Grant at the time had, I don't know, 15 videos on his YouTube channel back then.
• 4:34
  SPEAKER_04: This was 2009, 2010.
• 4:37
  SPEAKER_04: And um, I was like, I gotta go.
• 4:39
  SPEAKER_04: I watched every video while I was working at the job that I hated.
• 4:42
  SPEAKER_04: And I was like, I gotta go work for this guy.
• 4:44
  SPEAKER_04: And so I started calling the office every day for about a month and a half, finally got an interview.
• 4:48
  SPEAKER_04: He hired me.
• 4:49
  SPEAKER_04: At the time, the company was doing about two million bucks a year, had three employees, and uh the rest is history.
• 4:54
  SPEAKER_04: That was five companies,$700 million a year today, a thousand employees.
• 4:58
  SPEAKER_04: I'm a partner in the business now.
• 5:00
  SPEAKER_04: So we've built a really incredible business that that helps a lot of people.
• 5:04
  SPEAKER_04: And so obviously, there's a lot of uh of juice and stories uh along the way, but but that's the reader's digest version.
• 5:11
  SPEAKER_05: Absolutely.
• 5:11
  SPEAKER_05: And you've been instrumental in that growth of all that.
• 5:14
  SPEAKER_05: So when you first started with Grant, what all were you doing?
• 5:16
  SPEAKER_04: Making a lot of cold calls, man.
• 5:17
  SPEAKER_04: It was 2010, financial collapse had happened.
• 5:21
  SPEAKER_04: You know, if you guys remember back then, it took a little bit for the effect of everything to like really reach main street, right?
• 5:29
  SPEAKER_04: Like people were obviously freaked out, but the real damage started coming out like a year, year and a half later.
• 5:35
  SPEAKER_04: Right.
• 5:35
  SPEAKER_04: I was cold calling car dealers.
• 5:37
  SPEAKER_04: Half of the car dealers in the country got shut down.
• 5:40
  SPEAKER_04: 2010, we did 2 million bucks.
• 5:42
  SPEAKER_04: 2011, we did 3.9.
• 5:45
  SPEAKER_04: 2012, we did just under six.
• 5:47
  SPEAKER_04: And so during a very difficult time, we were able to grow the business.
• 5:51
  SPEAKER_04: And, you know, I I thank God for Grant because I was talking to him yesterday.
• 5:55
  SPEAKER_04: I'm like, man, I couldn't have imagined having as much fun over the last 16 years as I've had with you.
• 6:00
  SPEAKER_04: And I would assume that there's not a better person that you would have rather done this with because we've had fun the entire time.
• 6:06
  SPEAKER_04: And obviously, there's times when we don't see eye to eye on things, and he's the one with the jet and 60 million of real estate and all this stuff.
• 6:13
  SPEAKER_04: So, you know, I try to, I try to always understand his viewpoint on things, but we really have had an amazing working relationship building this all out.
• 6:22
  SPEAKER_04: And the thing that I'm most proud of is that we've helped millions of people along the way.
• 6:26
  SPEAKER_04: That's a paycheck you can't deposit in the bank, but it's the most valuable thing you can have in life is knowing that you came here and you were on this planet and you did good work and you had impact.
• 6:36
  SPEAKER_05: Absolutely.
• 6:37
  SPEAKER_05: So those first few years when you were, you know, doubling 1.9 to 36, et cetera, what were some things you guys were doing at that point to really drive that growth?
• 6:45
  SPEAKER_04: Back then, organic social was working really well.
• 6:48
  SPEAKER_04: And so we just leaned really hard into that.
• 6:50
  SPEAKER_04: We had a really strong sales culture.
• 6:52
  SPEAKER_04: We worked a bunch.
• 6:53
  SPEAKER_04: The first two years I worked for Grant, I was still broke at the time.
• 6:56
  SPEAKER_04: Uh, slept on an air mattress for two years because I had remembered I had bit gone gone from making money to being on unemployment.
• 7:03
  SPEAKER_04: And so now I got to the point where I started making a little bit of money and I didn't want to spend a nickel.
• 7:08
  SPEAKER_04: At the time, I was getting paid off a residual book of business and I was making like 12 grand a month and I was still sleeping on an air mattress.
• 7:15
  SPEAKER_04: So I was like, I held on to that.
• 7:17
  SPEAKER_04: And then obviously I started investing in real estate along the way and was able to keep my expenses pretty low for a pretty long period of time.
• 7:24
  SPEAKER_04: Like I remember I was making five or six hundred grand a year and my bills were seven grand a month.
• 7:29
  SPEAKER_04: And so I was investing all my money into real estate and uh was able to do that until I got married and had kids.
• 7:35
  SPEAKER_04: And even before, even when I got married, thank God, you know, my wife is just she's the greatest thing that ever happened to me.
• 7:41
  SPEAKER_04: She was on board with that whole play.
• 7:43
  SPEAKER_04: And so, you know, despite the fact that I was making money, like she was good living how we were living, and we just kept investing all of our money into real estate.
• 7:50
  SPEAKER_04: So I've built a pretty good little nest egg of of real estate investments, and obviously the business has continued to grow.
• 7:55
  SPEAKER_06: You don't have her on an air mattress still, do you, Jared?
• 7:58
  SPEAKER_04: Only when she's naughty.
• 7:59
  SPEAKER_06: Okay.
• 7:59
  SPEAKER_05: All right, all right, good.
• 8:00
  SPEAKER_05: Gotcha.
• 8:01
  SPEAKER_05: How important was that kind of stay broke mindset back then?
• 8:05
  SPEAKER_04: It's everything.
• 8:06
  SPEAKER_04: And I tell people, I'm like, the first two years, I slept on an air mattress and I was working probably 70 hours plus a week, 75 hours a week.
• 8:14
  SPEAKER_04: I tell people those two years are what's responsible for what I have today.
• 8:18
  SPEAKER_04: And it's like once you get that work ethic in and that discipline in, like, we still work a lot, but the ability to like continue to show up, you know, when you get more swings at the bat, the like professional athletes, you hear about them like the greats are constantly, they train all the time.
• 8:32
  SPEAKER_04: Kobe Bryant was waking up.
• 8:34
  SPEAKER_04: He had some four-hour sleep schedule, and he would train at two o'clock in the morning and then eight o'clock in the morning, and then hit the gym and then go back to the gym at three o'clock in the afternoon.
• 8:42
  SPEAKER_04: And, you know, the more swings you get at the bat at bat, the better you do.
• 8:45
  SPEAKER_04: The more you learn, the faster you learn.
• 8:47
  SPEAKER_04: And so, you know, nobody wants to hear just do more.
• 8:51
  SPEAKER_04: But but it really is an effective way to pull time forward.
• 8:54
  SPEAKER_04: And that's ultimately if you could have money and be young or have money and be old, most people would rather figure out how to make money sooner.
• 9:01
  SPEAKER_04: And so I just figured out the hack because I wasn't an Ivy League kid or like the smartest guy in the in the room.
• 9:07
  SPEAKER_04: I was just like, hey, I'm just gonna work.
• 9:09
  SPEAKER_04: And the work is what led me to becoming great.
• 9:11
  SPEAKER_04: And so, you know, those those lessons just kind of stick with you.
• 9:15
  SPEAKER_05: So in your previous position, you were successful as a salesperson.
• 9:18
  SPEAKER_05: You said you were making 20 grand a month, right?
• 9:21
  SPEAKER_05: So what was what was different when you got with Grant on the sales side to be able to see that exponential growth moving forward?
• 9:28
  SPEAKER_04: I figured out how to sell.
• 9:30
  SPEAKER_04: Like I really figured out how to sell.
• 9:32
  SPEAKER_04: You know, we were selling via cold calls, which is like the hardest way.
• 9:36
  SPEAKER_04: And when you can get great at that, you can be great at anything.
• 9:39
  SPEAKER_04: When I was selling ads for Auto Trader, I was going around to clients that were running ads every week.
• 9:43
  SPEAKER_04: It was really order taking.
• 9:44
  SPEAKER_04: You know, I brought in a few new clients here and there, but but that was really not that was relationship.
• 9:49
  SPEAKER_04: That wasn't transactional.
• 9:51
  SPEAKER_04: When you, as brutal as it is, like when you figure out how to make cold calls work, you can do anything.
• 9:57
  SPEAKER_04: Like you can sell any product because cold calling is really just a function of I gotta make a lot of dials, I gotta be really sharp and really quick in the first 40 seconds of the phone call, get somebody to not hang up on me, and then make another compelling pitch over the next 90 seconds.
• 10:14
  SPEAKER_04: And then hopefully at that point, you've earned either an appointment or an actual presentation.
• 10:19
  SPEAKER_04: And so, like when you can create something out of nothing, it's a very empowering.
• 10:23
  SPEAKER_05: Definitely.
• 10:24
  SPEAKER_05: Yeah, no doubt about it.
• 10:25
  SPEAKER_05: So, you know, we talk a lot in 10x about money following attention, right?
• 10:29
  SPEAKER_05: So, and you talked about earlier when you first started with Grant, he had like 15 YouTube videos, you know, and now he's got thousand, you know, hundreds of hours of of content everywhere.
• 10:39
  SPEAKER_05: When when was that switch flipped to where we're really gonna be omnipresent all over the place and really be out there?
• 10:47
  SPEAKER_04: That was like 2011.
• 10:48
  SPEAKER_04: And it was really just like, hey, these platforms are free, they don't throttle me.
• 10:53
  SPEAKER_04: I'm just gonna create a ton of content.
• 10:54
  SPEAKER_04: At the time, all the social media experts were like, that is the wrong way to do it.
• 10:59
  SPEAKER_04: Quantity, all the volume, too much.
• 11:01
  SPEAKER_04: It's just and and now, like everybody knows the hack to growing an audience is producing a ton of content and gaining the algorithms, and you know, there's all these strategies around that now.
• 11:11
  SPEAKER_04: So, you know, Grant's always been ahead of his time and um he sees things before most people do.
• 11:17
  SPEAKER_04: And uh, we didn't start running ads till 2016.
• 11:21
  SPEAKER_04: I'm not proud of that.
• 11:22
  SPEAKER_04: We should have done it sooner.
• 11:23
  SPEAKER_04: But the business just, I mean, you had the business growing double every year.
• 11:26
  SPEAKER_04: You're just like, oh, you know, we're whatever we're doing is working, don't change a thing.
• 11:29
  SPEAKER_04: And then when we started running ads and we started doing the live events again, then it was like our revenue went from like 24 million to 40 million in a year.
• 11:37
  SPEAKER_04: Like it was, it was wild.
• 11:39
  SPEAKER_04: Wow.
• 11:40
  SPEAKER_04: And it's a little different today because it it's not as easy.
• 11:43
  SPEAKER_04: There's so many more people on social, and there's so many people creating content on social.
• 11:47
  SPEAKER_04: So it's not easy to build what we built, but people still do it.
• 11:51
  SPEAKER_04: But it's the content matters now, and the strategy matters, and how your scripting things matters and how your editing things matter.
• 12:00
  SPEAKER_04: Like back in the day, that stuff mattered a lot less.
• 12:04
  SPEAKER_04: And so it was easier back then.
• 12:05
  SPEAKER_04: But you know, what do they say?
• 12:07
  SPEAKER_04: Like the best time to get started it was yesterday, the next best time is today.
• 12:12
  SPEAKER_07: Right.
• 12:12
  SPEAKER_07: Exactly.
• 12:13
  SPEAKER_04: Depending on where you're at in your business, you just got to get started.
• 12:16
  SPEAKER_04: If you're not fully committed and all into social to promote your business, you've got to do it.
• 12:20
  SPEAKER_04: You've got to figure out how to start at least building the discipline and the muscle of using the most powerful promotional tool given ever to businesses, and you got to figure out how to use it and get great at it.
• 12:30
  SPEAKER_04: And and unfortunately, it's like if I went and planted a bunch of palm trees that were seeds in my my yard, like I got to take care of those things for years before they grow up and be and turn into something that like looks good.
• 12:41
  SPEAKER_04: And social media, even then, was not an overnight success.
• 12:44
  SPEAKER_04: You got to plant, you got to water, you got to get sunlight, you got to take care of it, you got to be consistent, you got to show up, you got to go all in.
• 12:50
  SPEAKER_04: You, you know, you got to do that over a period of time.
• 12:52
  SPEAKER_04: And then what happens is you build a lot of momentum.
• 12:56
  SPEAKER_04: And even in business, when you're getting started, it's I always give people the example because I think it's such a vivid picture.
• 13:02
  SPEAKER_04: It's like if you have a big, huge freight train that's sitting at the at the train station and it's got a hundred cars stacked up to it, you know, when that thing gets rolling, it's a so much energy and effort just to try to get the thing moving.
• 13:16
  SPEAKER_04: And then next thing you know, it starts kind of moving a little bit, and then you know, you start getting some speed, and then and then once that thing gets going, it's hard to stop.
• 13:24
  SPEAKER_04: Now the hard becomes slowing the machine down, not getting it started.
• 13:29
  SPEAKER_04: And most business owners in the beginning stage, you know, that first year, 18 months, 24 months, number one, I think they don't have the expectation of how hard it's gonna be, and so they quit.
• 13:39
  SPEAKER_06: Absolutely.
• 13:40
  SPEAKER_04: Or they think it's gonna happen faster, so they quit.
• 13:42
  SPEAKER_04: You know, so so it's just like you got to have this expectation.
• 13:46
  SPEAKER_04: You know, whenever expectations are misaligned with reality, it always leads to disappointment.
• 13:50
  SPEAKER_04: And disappointment is what leads to failure, it leads to people quitting.
• 13:54
  SPEAKER_04: And if you can just have the right expectation and just know, yeah, dude, dude, this is gonna be hard.
• 13:58
  SPEAKER_04: People, you know, they're making 150 grand a year and they're like, I want to go do my own thing and start my own business.
• 14:03
  SPEAKER_04: They they have no idea because they're operating in a bubble of this business that they're in right now.
• 14:08
  SPEAKER_04: People that work here, they're like, they operate in this bubble.
• 14:10
  SPEAKER_04: They have no idea what it took to get the business to the point where it is today for the sales guy to just show up and there's leads and they trust us and they want to buy.
• 14:17
  SPEAKER_04: Right.
• 14:18
  SPEAKER_04: I want to go start my new thing.
• 14:19
  SPEAKER_04: And then they go from 150 grand to like losing money the first year and they're like, oh my gosh, what did I do?
• 14:24
  SPEAKER_04: I thought this was gonna be easy, but that's just the game.
• 14:27
  SPEAKER_04: And then if you work all in, regardless of the result, and you keep getting more swings at the bat, you start figuring things out quicker.
• 14:34
  SPEAKER_04: And as long as you don't get discouraged by what's happening in the beginning and you stay at it and you stay the course, you know, you give yourself the opportunity to actually get past that first year, that first 18 months, and you start seeing wins, and then you actually start getting better at what you're doing.
• 14:47
  SPEAKER_04: And that's when you start incrementally increasing profit, revenue, and and adding people and headcount.
• 14:54
  SPEAKER_04: And then next thing you know, you're actually a business owner running a team rather than what most small business owners are, which is I just have a job working for myself.
• 15:04
  SPEAKER_05: Yeah, no, absolutely right.
• 15:05
  SPEAKER_05: You know, we talk a lot in 10x about underestimate the amount of action it's gonna take to get to where we want to be.
• 15:10
  SPEAKER_05: Now, you talked about your train analogy.
• 15:13
  SPEAKER_05: Do you remember the time where you really felt that with you guys where, hey, this puppy's rolling now?
• 15:19
  SPEAKER_05: We're chugging down there.
• 15:20
  SPEAKER_04: Yeah, from 2019 on.
• 15:23
  SPEAKER_04: You know, we've made a lot of changes in the business in the last year.
• 15:26
  SPEAKER_04: So I think we're kind of in a reinvention mode right now.
• 15:29
  SPEAKER_04: And so we're we're revisiting that hard part of the business.
• 15:32
  SPEAKER_04: We've created a new program.
• 15:34
  SPEAKER_04: We're kind of shifting our core offer from education just because of AI.
• 15:38
  SPEAKER_04: Like, I believe that education and information is gonna become more and more commoditized.
• 15:43
  SPEAKER_04: And um, and now we we we're we're pivoting the business into like real services where we're actually just doing stuff with and for the client.
• 15:51
  SPEAKER_04: Before we used to just teach them how, and we still do that, but but the big money, I believe, for us in our position is gonna be continuing to to do more for the client.
• 16:00
  SPEAKER_05: The FRC.
• 16:01
  SPEAKER_04: Yeah, fractional revenue consulting, yeah.
• 16:04
  SPEAKER_05: So on the on the marketing side, was Grant always all in on the social stuff, or do you have to push a little bit to get out there more?
• 16:11
  SPEAKER_04: He he just he just he is a promoter and and he was like, hey, I've got a free mechanism to promote a message, even to this day.
• 16:19
  SPEAKER_04: Now, I can't tell you he loves it, but he knows it's what's required to get the outcome.
• 16:24
  SPEAKER_04: And he's like, uh, you know, I have to do it.
• 16:27
  SPEAKER_04: It's not, it's not whether I like doing it.
• 16:29
  SPEAKER_04: I'm sure he would rather not be promoting content and creating content and doing all that stuff, but he knows it's such a powerful lever for the business that um, you know, it's it's not an option.
• 16:38
  SPEAKER_04: I mean, and for businesses, social media is as valuable of a department as finance today.
• 16:43
  SPEAKER_04: It's something you you can't play around with it.
• 16:46
  SPEAKER_04: Some businesses still work without it, but like I had a guy in a in a marketing workshop and he was a contractor and his business was doing five million bucks a year and he'd been in business for 30 years.
• 16:56
  SPEAKER_04: And I was teaching a class of all this stuff, and I could just tell he was just like, this is bullshit, you know, like this stuff don't work.
• 17:04
  SPEAKER_04: Like I've I've I got this five million dollar business, and I could see him.
• 17:07
  SPEAKER_04: You guys you know 65, 70 years old.
• 17:09
  SPEAKER_04: And I said, Um, you don't believe a word I'm saying, do you?
• 17:12
  SPEAKER_04: He goes, Man, I never had to do any of this stuff.
• 17:15
  SPEAKER_04: And I said, Okay, and I knew that there was a kid in the room who was 26 years old, and I said, What type of business do you have?
• 17:20
  SPEAKER_04: He goes, I have a contracting business.
• 17:22
  SPEAKER_04: And I said, What are you gonna do in revenue this year?
• 17:24
  SPEAKER_04: He goes, 25 million.
• 17:25
  SPEAKER_04: I said, How long have you been in business?
• 17:26
  SPEAKER_04: He goes, four years.
• 17:28
  SPEAKER_04: I said, the the difference between this guy and that guy, because I knew the kid, is this kid uses social media to promote his business.
• 17:34
  SPEAKER_07: Right.
• 17:35
  SPEAKER_04: Who's got more experience?
• 17:37
  SPEAKER_04: Who's seen more?
• 17:38
  SPEAKER_04: Who's done more?
• 17:39
  SPEAKER_04: Who's handled more problems?
• 17:42
  SPEAKER_04: It's not about best, it's about best known.
• 17:44
  SPEAKER_04: And most businesses spend so much time trying to be the best that they forget that if nobody knows you, nobody can flow you.
• 17:52
  SPEAKER_05: Omniproudness over perfection.
• 17:54
  SPEAKER_04: Yep.
• 17:54
  SPEAKER_05: That's right.
• 17:55
  SPEAKER_05: Best known beats best all the time.
• 17:57
  SPEAKER_05: Well, Jared, you mentioned revenues right now for you guys are at 700 million.
• 18:01
  SPEAKER_05: Let's talk a little bit about all the different lines of the business you guys have right now.
• 18:04
  SPEAKER_04: Yeah, so we have the uh the education consulting business, we have the uh the ventures business, Cardone Ventures, which is like uh uh operational management company private equity firm.
• 18:15
  SPEAKER_04: We've got Cardone Capital, which is a real estate private equity firm.
• 18:19
  SPEAKER_04: We've got 10x Health, which is a performance health business, and then we have the Grant Cardone Foundation.
• 18:24
  SPEAKER_05: And a few of those are pretty recent, like Cardone Ventures and 10X Health, those are all within.
• 18:29
  SPEAKER_04: We started Cardone Capital in 2016.
• 18:31
  SPEAKER_04: And by the way, the only reason Cardone Capital worked is because we built a brand and an audience.
• 18:34
  SPEAKER_04: And we just took something to the tell audience that they that they needed and wanted.
• 18:38
  SPEAKER_04: You know, the the best audience to have if you're if you have a restaurant is a hungry audience.
• 18:42
  SPEAKER_04: That's right.
• 18:43
  SPEAKER_04: So so in 2016, we created Cardone Capital.
• 18:46
  SPEAKER_04: We've raised$2 billion online since then,$6 billion in assets under management.
• 18:51
  SPEAKER_04: 2019, same thing.
• 18:52
  SPEAKER_04: We started Cardone Ventures, found a hungry audience for that product.
• 18:56
  SPEAKER_04: They'll do probably$130 million in revenue this year.
• 18:58
  SPEAKER_04: 10X Health, we bought a company in 2021 for a million bucks.
• 19:02
  SPEAKER_04: Uh last year, I think they did uh$108 million in revenue, all organic growth, just because of the audience.
• 19:08
  SPEAKER_05: Come on.
• 19:09
  SPEAKER_05: Love it, love it.
• 19:11
  SPEAKER_05: So 10 years ago, or a little bit over 10 years ago, you guys started your 10x growth cons and had these big massive events.
• 19:18
  SPEAKER_05: How important were those for the for the growth of the business?
• 19:21
  SPEAKER_04: Yeah, I think obviously it was a huge branding play.
• 19:24
  SPEAKER_04: You know, they're not super profitable events, they're a lot of work.
• 19:27
  SPEAKER_04: But when I spend two million bucks on getting big celebrities there, people love coming and hearing them talk and hearing their stories.
• 19:34
  SPEAKER_04: And, you know, people do like going to events.
• 19:36
  SPEAKER_04: I have some clients that the only thing they ever did with us was come to the event.
• 19:40
  SPEAKER_04: I have one guy that's never done anything with us, but he would buy a$20,000 seat and sit front row every single time we ran that.
• 19:47
  SPEAKER_04: So they're great for building the brand.
• 19:49
  SPEAKER_04: You know, it got us so much social content, but just more and more people started doing them.
• 19:53
  SPEAKER_04: So it became less, you know, people started copying us and it became less of a um a differentiator, even though our events like we would spend$15 million on our event.
• 20:04
  SPEAKER_04: Most of their businesses don't do$15 million in revenue.
• 20:06
  SPEAKER_04: So we, no matter what, still have the gold star of event for that format.
• 20:11
  SPEAKER_04: Um, but we just got to the point in the business where we're like, hey, we've done 10, like let's go try to pick up that revenue somewhere else in the business.
• 20:18
  SPEAKER_04: And that's what we did.
• 20:19
  SPEAKER_04: That's what we're doing.
• 20:20
  SPEAKER_05: Absolutely.
• 20:21
  SPEAKER_05: So over the course of these past 16 years with Cardone, what are some of the biggest things you see as the reason for you guys' success and growth over that time?
• 20:31
  SPEAKER_04: Work.
• 20:31
  SPEAKER_04: Work, work, work.
• 20:33
  SPEAKER_04: Grant still shows up in the office every day.
• 20:36
  SPEAKER_04: We still work a lot of weekends.
• 20:37
  SPEAKER_04: You just got to work and you have a product that works, that that you believe in, that that helps people.
• 20:43
  SPEAKER_04: And then you got to figure out how to get great at complicated things, like figuring out running ads and setting a CRM up the right way, like all these things.
• 20:51
  SPEAKER_04: I see so many businesses, three, four, five million bucks a year and they have no CRM.
• 20:54
  SPEAKER_04: I'm like, man, if you guys just organize how you communicate to your clients and you had better process for how you manage leads, your business would be three times as big as it is today.
• 21:04
  SPEAKER_04: But you know, marketing is there's a lot of complication with it.
• 21:08
  SPEAKER_04: There's a lot of different technologies with it, and it changes all the time.
• 21:12
  SPEAKER_04: And so it's like it's a really difficult thing to be all over, especially if you have employees and problems and all these other things that you're working with, which is why we created fractional revenue consulting, because we want to be able to take what we know and have spent hundreds of millions of dollars, literally years of trial and error, and and literally just shortcut that process for our clients.
• 21:33
  SPEAKER_05: Absolutely.
• 21:33
  SPEAKER_05: So, Jared, I know we talk a lot about the 10X business wheel.
• 21:37
  SPEAKER_05: We don't have enough time to get into all of it today, but the first part of that, and one of the things that Grant talks about all the time is targets.
• 21:44
  SPEAKER_05: That's the first part of that.
• 21:45
  SPEAKER_05: How important are targets for folks and businesses?
• 21:48
  SPEAKER_04: It's everything.
• 21:49
  SPEAKER_04: It's your North Star.
• 21:50
  SPEAKER_04: It's it's your purpose, it's your reason for doing what you're doing.
• 21:53
  SPEAKER_04: Targets isn't just, you know, we want to have a five million dollar business.
• 21:55
  SPEAKER_04: Targets is why?
• 21:57
  SPEAKER_04: Why do you want to have a five million dollar business?
• 21:59
  SPEAKER_04: What changes for You?
• 22:00
  SPEAKER_04: What type of life are you know trying to build?
• 22:02
  SPEAKER_04: Are you trying to build a company that you can sell?
• 22:04
  SPEAKER_04: Oh, and then once you figure out why you want a five million dollar business or a$10 million business or a$20 million business, then you got to do all the math to reverse engineer products, people, metrics.
• 22:15
  SPEAKER_04: You got to break everything down so that you have a concrete number every day that you can benchmark against to go, are we moving closer to the target or not?
• 22:23
  SPEAKER_04: And then the beautiful thing about numbers, and this is why tracking data is so important, is because every number you track in your business can be improved, it can be changed, it can be manipulated by doing an action.
• 22:34
  SPEAKER_04: And what people miss about data is they think they're just it's tracking all this.
• 22:37
  SPEAKER_04: No, it's telling you the most important story you can get out of your business, which is what is actually happening.
• 22:43
  SPEAKER_04: In business, I think a lot of owners rely on what their people tell them.
• 22:46
  SPEAKER_04: And because they don't have good data and good tracking and good reporting, they don't really know if what their people are telling them is true or not.
• 22:54
  SPEAKER_04: It's anecdotal, it's a feeling.
• 22:56
  SPEAKER_04: Numbers don't lie, people do.
• 22:57
  SPEAKER_04: And even if it's even if it's unintentional, they just they they're they're just saying, like it happens with my sales guys all the time.
• 23:03
  SPEAKER_04: They're like, oh yeah, those leads are great.
• 23:04
  SPEAKER_04: I'm like, you think those leads are great.
• 23:06
  SPEAKER_04: I'm looking at campaign performance, and it is not the greatest campaign that we have.
• 23:09
  SPEAKER_04: So your target is your why, your target is everything.
• 23:12
  SPEAKER_04: And most people minimize the target.
• 23:13
  SPEAKER_04: No, it's not that important, but it's everything.
• 23:16
  SPEAKER_04: And it's actually one of the easiest things to do.
• 23:18
  SPEAKER_04: It on that wheel, it is the easiest thing to do is to come up with a target.
• 23:23
  SPEAKER_04: Everything else requires a lot of work.
• 23:25
  SPEAKER_04: That's right.
• 23:26
  SPEAKER_05: It's for folks.
• 23:26
  SPEAKER_04: Yeah.
• 23:27
  SPEAKER_05: Yeah.
• 23:27
  SPEAKER_05: Well, Jared, what are some targets you have for yourself or for card owned enterprises?
• 23:31
  SPEAKER_04: I mean, I would love to get this business in a position where we could sell it, where we could take it public, where we could have a big score and a big win.
• 23:39
  SPEAKER_04: You know, for me, like I want to get to a million dollars a month of passive income.
• 23:43
  SPEAKER_04: You know, that requires that I have a pretty big nugget to invest.
• 23:47
  SPEAKER_05: Oh, yeah.
• 23:48
  SPEAKER_04: And then figure out what the next thing Grant and I are gonna do together is, you know, have my kids involved in the business.
• 23:53
  SPEAKER_04: I'd love that.
• 23:54
  SPEAKER_04: You know, I want to spend more time with my family.
• 23:56
  SPEAKER_04: And, you know, we just got back from a pretty great trip.
• 23:58
  SPEAKER_04: Uh, we went to Switzerland and Lake Coma, London, and and you know, those types of things.
• 24:04
  SPEAKER_04: I love work, but I love experiences with my family also, not one or the other.
• 24:09
  SPEAKER_04: Like some people just love work and they don't like doing anything but that.
• 24:12
  SPEAKER_04: I love them both.
• 24:13
  SPEAKER_04: And uh, and as long as I can do both, I'll keep working.
• 24:17
  SPEAKER_05: There you go.
• 24:17
  SPEAKER_05: That's the 10x super life, right?
• 24:19
  SPEAKER_05: That's what we talk about.
• 24:20
  SPEAKER_05: That's right.
• 24:21
  SPEAKER_04: Yeah, massive.
• 24:23
  SPEAKER_05: Well, Jared, whatever you get, you and Grant end up doing together, I know it's gonna be phenomenal.
• 24:27
  SPEAKER_05: Just in the time that I've been involved in 10x, I've seen explosive growth, and it has absolutely helped Chris and I in our businesses experience some of that explosive growth on our side too.
• 24:37
  SPEAKER_05: So, Jared, I like to close with these last couple of questions.
• 24:40
  SPEAKER_05: Let's give the audience a piece of advice, maybe one on the personal side, one on the professional side to help them elevate their life or business.
• 24:47
  SPEAKER_04: I I would tell you on the personal side is that you need to create your ideal life.
• 24:53
  SPEAKER_04: And and you really need to spend time deciding what you want to do when you're on this planet, how you want to live and who you want to live it with.
• 25:00
  SPEAKER_04: The woman or man that you marry, it's the most important decision you're ever gonna make in your life.
• 25:05
  SPEAKER_04: And you want to make sure that they're aligned with you.
• 25:07
  SPEAKER_04: Cause if if my wife, with the amount of hours that I work, if my wife wasn't aligned with that, we would be having lots of problems.
• 25:14
  SPEAKER_04: And in that, it's like, well, you gotta determine what once you get married and you have a partner, like it's no longer just your goals.
• 25:21
  SPEAKER_04: They have goals too.
• 25:22
  SPEAKER_04: Now, hopefully, both your goals are aligned.
• 25:25
  SPEAKER_04: But if I'm the producer, I need to figure out how to make my goals happen and her goals happen.
• 25:30
  SPEAKER_04: And and if as long as I'm committed to both, we're not gonna have any problems.
• 25:33
  SPEAKER_04: If all I'm working on is mine, then we're gonna have problems.
• 25:36
  SPEAKER_04: So on the personal side, I would say goals in alignment with your partner are huge.
• 25:40
  SPEAKER_04: And then on the business side, I would just tell people, even with our wheel, our our framework for running a business, like break a business down to simple steps.
• 25:50
  SPEAKER_04: There is complexity when you look at the whole thing.
• 25:52
  SPEAKER_04: When you break it down, it's less complex.
• 25:54
  SPEAKER_04: And then and then whatever you don't understand about your business is what you need to learn.
• 25:58
  SPEAKER_04: And most people, when they get out of school, they think the learning stops.
• 26:02
  SPEAKER_04: They actually, because they think the learning stops, they stop educating themselves with books.
• 26:07
  SPEAKER_04: So they think they've kind of stopped educating themselves, but they just educate them with real life.
• 26:11
  SPEAKER_04: And and they go through mistakes and problems and experiences, good and bad, that end up becoming their education.
• 26:19
  SPEAKER_04: And so I would just say if there's things in your business that you don't understand, you need to seek out help in those areas from people that are smart in those areas so that you can learn how to solve those problems so that they ain't problems anymore.
• 26:31
  SPEAKER_04: You know, any any business owner that's like, oh, I don't want to mess with social media.
• 26:34
  SPEAKER_04: Well, you need to figure it out.
• 26:35
  SPEAKER_04: I don't want to mess with the CRM.
• 26:37
  SPEAKER_04: Well, you need to figure it out.
• 26:38
  SPEAKER_04: You want to sell your business and you don't have a CRM and you don't have good data, you're gonna get crushed when somebody goes to comes to buy you.
• 26:44
  SPEAKER_04: You could have sold your business for five million, but because your data is a mess, they're gonna give you 800 grand.
• 26:49
  SPEAKER_07: Right.
• 26:49
  SPEAKER_04: So you got to stop pushing away from the things that make you uncomfortable and actually move towards them because those are the things that make you a well-rounded business owner and an effective leader and and ultimately give you the ability to build an asset that has value, which is what a business should be.
• 27:05
  SPEAKER_04: It shouldn't be work, it should be an asset that you're growing that has value.
• 27:09
  SPEAKER_05: Come on, strong.
• 27:10
  SPEAKER_05: Jared's fitting fire.
• 27:11
  SPEAKER_05: Appreciate it, brother.
• 27:12
  SPEAKER_05: Hey, I know you got a lot going on, man.
• 27:14
  SPEAKER_05: We appreciate you spending some time with us today.
• 27:16
  SPEAKER_05: Ape anybody out there wants to learn more about the 10x movement, card owned enterprises, all that good stuff.
• 27:22
  SPEAKER_05: Of course, they could come to Chris and I and get involved in the 10x ecosystem, but where else would you point them?
• 27:27
  SPEAKER_04: I would tell them come to you guys.
• 27:29
  SPEAKER_04: You guys are you guys are certified in uh the religion.
• 27:33
  SPEAKER_04: So you guys are you guys can do everything we can do.
• 27:36
  SPEAKER_06: Well, hey, I know one last thing.
• 27:38
  SPEAKER_06: We've got the uh, which is gonna be coming across your desk soon through Dave Robards.
• 27:42
  SPEAKER_06: We've got a 10x Midwest Business Summit we're gonna be hosting here in central Illinois.
• 27:47
  SPEAKER_04: I love it, man.
• 27:47
  SPEAKER_06: Let's coming up in October, man.
• 27:49
  SPEAKER_06: We're gonna we're gonna get brother Dave Robards up here.
• 27:51
  SPEAKER_06: I love it.
• 27:52
  SPEAKER_06: So that's the plan.
• 27:53
  SPEAKER_06: Let's bring the mid let's bring the 10x to the Midwest.
• 27:56
  SPEAKER_06: Let's go.
• 27:56
  SPEAKER_04: You guys can usher uh leave the way.
• 27:58
  SPEAKER_05: Let's go.
• 27:59
  SPEAKER_05: Well, Jared, appreciate you spending some time with us today.
• 28:01
  SPEAKER_04: Likewise, guys.
• 28:02
  SPEAKER_04: It was great chatting with you.
• 28:03
  SPEAKER_05: Thanks, Jared.
• 28:04
  SPEAKER_05: All right, we're gonna let Jared get back to elevating card-owned enterprises, Florida, the whole world for that matter, because 10X is omnipresent.
• 28:12
  SPEAKER_05: Let's go.
• 28:12
  SPEAKER_05: But for the rest of y'all, we'll be right back.
• 28:15
  SPEAKER_00: Hey there.
• 28:15
  SPEAKER_00: I'm Lisa Miller, managing broker and owner of First Choice Realty Pros.
• 28:20
  SPEAKER_00: We don't just help you find a house, we help you discover home.
• 28:24
  SPEAKER_00: My team and I are passionate about taking care of your needs, making the process smooth, and ensuring you get the personalized attention you deserve.
• 28:34
  SPEAKER_00: Ready for the next step?
• 28:36
  SPEAKER_00: Call us at 217-825-3999.
• 28:40
  SPEAKER_00: With First Choice Realty Pros, you've got a team that's got your back.
• 29:10
  SPEAKER_02: Your local Window Depot USA.
• 29:14
  SPEAKER_02: And that wraps up another episode of Designing and Building the Midwest, one community at a time.
• 29:20
  SPEAKER_02: Thank you so much for tuning in and listening with us today.
• 29:23
  SPEAKER_06: We hope you walked away with some valuable insights to use in your home or neighborhood.
• 29:27
  SPEAKER_06: If you enjoyed what you heard, make sure you hit that subscribe button so you never miss a weekly episode.
• 29:32
  SPEAKER_02: And be sure to follow us on Facebook and across all your favorite platforms to keep up with everything we're building.
• 29:38
  SPEAKER_06: Until next time, I'm Chris.
• 29:40
  SPEAKER_02: And I'm Caitlin.
• 29:41
  SPEAKER_02: Thanks for hanging out with us, and we'll see you next time.
• 29:43
  unknown: Big Dog.
• 29:44
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• 29:57
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